Sunday, July 25, 2010

Dealer's "breakout year"

"Each year and a big change for three years", which is the speed of Shanghai. For dealers, the same need for such high-speed development. "Rectification year, starting two years, three escape", dealers have such a sense of crisis and urgency, the following case is the reference for the dealer who "escape" the four ways.

The staff working for themselves

Zhang Ke Shandong Weifang area beverage distributors, so the market two years later, Zhang Ke am very confused: every day, very busy, but the turnover is difficult to have a breakthrough; employees busy little day, But clearly his own mind, as long as employees can spend half a day each day dry down to business, he can burn the incense. Allow employees to open up gaps in the market, but they can always find reasons to shirk. Zhang Ke is very upset, and he understands these employees. Employees more than 1000 yuan per month salary money, count service commission, the best situation would only have 3000, they still want to buy a house, but also support their families, these wages is clearly not enough, if the increase in wages, increase their costs , then the how to motivate employees and enthusiasm?

Zhang Ke thought that if his own staff to become "small bosses", their pressure not only to their heads, and bring out their passion for work. So he summoned men Gan, convened a "working for their own" mini-communication will, at the meeting he announced several new articles: Who in the company's dry as long as two years, who can do that three times as long as the monthly sales champion, can apply for venture capital. He agreed with the staff: from their own money to start lending to employees, a sales area allocated to them, the staff responsible agents provide their own products, goods and vehicles in paying the money before completion, Zhang Ke profit agency spread of 1 / 3, also finished after paragraph, earn 1 / 4.

Zhang Ke The communication will be extremely successful, not only inspired the enthusiasm of employees, but there are three senior staff with great enthusiasm to his "second installment of Business" team. And the cash spot Zhang Ke successful, market funding and market risks of credit left to the "second installment of business." For the small business owner - the original employees, Ke Zhang not only allow them to charge their yearning for the future, but also gave them opportunities to make a fortune. After three years, Zhang Ke has developed two local branches, 20 of their own culture, "second installment of Business", along with more than 30 excellent salesman, an effort to fight the second installment of a new business every six months places and work hard. Zhang Ke has now opened up a small pipe market, a lot of his time spent on a new branch preparation and negotiations with manufacturers.

Self Bar

Wang Qiang, who Shantou, Fujian Nanping liquor distributors, University graduate, former occupation, "history teacher", he likes to drink tea, read books, the office often hanging scroll, he often boasted that "intellectuals."

In 1996, when competition in the market is far from fierce now. Wang Qiang at the "ready to risk everything" mentality, and after some effort to work hard, he drinks in the local areas of success occupy the foot.

In 1999, then became popular drinks in the field "buy shop" to buy food distributor terminal through the purchase of drinks right to control and influence of the terminal. Wang Qiang at the fastest speed in the local "enclosure", spent three years, Wang Qiang drinks in the local area very quickly established a solid sales network, and the first sales of the top three on board one of the local drinks. But Wang Qiang soon found himself confronted growth ceiling, originally a manufacturer have been working well despite their objections, the local launch "Depth distribution", to break up their exclusive rights. Huff, Wang Qiang is not only falling out with the manufacturers, but also the organization of local counterparts, and business against, the demolition of their legs of the table. After "Enter the Dragon", the manufacturers also suffered heavy losses, withdrew from the market, but as the initiator of confrontation, Wang Qiang benefits did not groan, but because the dispute with the company's attention diverted, not this year make any money.

Then by chance, that he shines. A bar near his company's owner, because going to the Australian immigration, ready to sell the bars, Wang Qiang at the first time that the news. Just got the news, he also do not care about, because when he was still thinking about how to open up the city officials of "wine brand of choice" issue. "How can we allow leaders to drink their own wine?", When the problem with the "transfer bar" message when coincidence, Wang Qiang thought of a brilliant idea - to build a high-end bar itself. He prepared the bar to collect the money. Wang Qiang idea is that bars membership to the local Commissioner of the above high-level officials and local businesses or celebrities into its own members, as long as they present their membership card, you can avoid two people wine list, and set up in a bar more private rooms, easy to chat to them about things. Wang Qiang set down in the bar after the crowd for a club of this city's high-opened quickly. He's the club, after the introduction of special services, has also been out of the loss. More importantly, he is now able to do all his main push of the end liquor in the local epidemic.

To the project from the wholesaler manufacturer

Zhou Bo, Wuhan, Hubei Province, more than 20 years in the field of sugar, wine, sugar, wine from its original state after the company came out on the sea opened a sugar, wine company. Old week is a "Laojiang Hu", and this is not just his time to be in this industry long enough, and he was in the circle of relationships is also very wide.

As "Lao Jianghu" old week for the company asked him to "take root in the market" requirements is always a "positive response, rarely enforced." Reason is simple, than a large circulation, a large wholesale distribution practice is easier to make money, but also much easier. Besides the major backbones of his own men who are out from the sugar, wine companies, and other companies to lower network number of Bibi, he is absolutely confident. But the old Zhou is also upset with the changing market situation, the wholesale business in decline. Although a number of managers recruited outside the special responsibility into the restaurant, but must pay cash up and down two, these years always cautious, afraid of their own down the bad day, white busy for a.

In a rum, the old week, why companies can engage in investment, and that they can not engage in it? Old week calculations, the province and they have thousands of network resources in the field, using the current market, investment media, to promote a product look good, as long as the operator a good product the price difference alone can make money. Old week is a "Laojiang Hu," so he "dealer" mentality is very clear, such as the new Deputy varieties, the most important thing is whether packaging, concept, or the content of the product to be new. So he has organized a three to see "Sugar & Liquor" in the field of new products. Once a new product, he looked on the OEM agreement to do business, and then in their own networks to promote and be promoted in the rum. 1.5 million OEM, production costs and investment promotion expenses, as long as the meeting in order to achieve 5 million of Sales Outstanding, this matter can be successful. If the extension fails, the loss of only 12 million of investment promotion expenses, do 4 to 5 year investment projects, as long as the can into a can ping this, of course, made the two will be able to make money. In this vein, the old week in the national net of large projects, which several years he did seize a number of good projects, such as with health care function of beer, a new snack food "bread slice," and so on, which is Old-week market "breakthrough by."

Baotuan conquer the world

Shen Mei, Shanghai, in Shanghai, sugar, wine system work more than 10 years, when the system in the sugar, wine known as "Zhejiang three women, will be" one of the most important reason was the sea is "honored person to help." An investment company's boss found her, because the investment company wants to enter the fast moving consumer goods circulation. In support of large sums of money, Shen Mei original network resources through their rapid circulation in the Shanghai market occupy a modern heel. With Carrefour, Metro and other large retailers cooperation, she was in Shanghai, white wine, red wine made considerable areas of performance, the company's sales in 2005 exceeded 200 million yuan on. If in the field, 200 million yuan in sales can be regarded as a super dealer, but the big market in Shanghai, on turnover of 100 million yuan can not say what, billions, even tens of billions of large dealer sales people at. More importantly, she suffered a growth ceiling problem. Under the existing channels, for two consecutive years her company has no significant sales growth.

At this point, in a "dealer development" seminar, she was inspired by one of the largest are: integration, integration of dealers network resources, is one of the ways dealers rapid growth. Back to the company, she kept in contact with several dealers were discussed. Shen Mei contact the dealer from her to see, no one, and where she now repeated the dealer channel, and each dealer has a turnover of tens of millions, but billions are not on the scale. This ensures that the status of her integration. After a lot of communication in negotiations and after the channel thoroughly, only 7 in Shanghai suburb, she discovered a conservative estimate of the Food Terminal market capacity reached nearly 800 million yuan, and the market structure significantly compared with the Shanghai downtown chaos. The strength of the brand in Shanghai suburb significantly weaker than the channel power. Market research results, to the Shen Mei strong confidence in the joint 7 of 7 dealers suburb, she in the entire suburban network coverage of the suburban counties accounted for 30% of the market, and her use of the existing network has been obtained from the major manufacturers of certain brands of the agency, such as Maotai, Yantai Great Wall, after which goods flow suburb, she will bring greater sales. Although the integration has just begun, but the current trend, Shen Mei business is expected to be achieved this year, more than 20% growth.

The Editor: the pace of development, from the business point of view, means that the business prospect. But the industry has worked hard in 2045 in the dealer, the development has come to a bottleneck. How to break through? How to break through? Dealers not only faces stiff competition from peers, the integrated terminal is also a competitor. Brand is also concentrated, the agent of big business more and more difficult to handle, more and more difficult. But dealers do not do mean a further breakthrough in the scale of difficult. 2 extrusion trend is irreversible, because they rapidly because they are rapidly integrating. Strength to face more and more powerful rival, the traditional dealer who seems to have no choice. To change this fate, only "quick breakthrough." For any dealer who must find a "quick escape" the path. Otherwise, sooner or later their fate lies in the hands of others. Rectification year, starting two years, three years "breakthrough." Hope everyone can take a good dealer will take a good.

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